Controlling Your Environment

Years ago my son’s rugby team found itself without a coach one training session and I happened to be in the wrong place at the wrong time. So with 18 sets of eyeballs staring expectantly up at me, I said the only thing I knew wouldn’t get me in trouble on the coach’s return:

“Control the ball and you control the game.”

It worked a treat. For the rest of the session we did drills that highlighted the benefit of ball security and not carelessly creating opportunities that would leave us flustered at the wrong end of the field.

My point was that you can either control your environment or be controlled by it. And that advice is far more critical for you as a pitcher, putting your reputation on the line, than it was for a bunch of 11-year-olds looking to blow off steam at the local park.

Here is a checklist and some tips to help you stay in control of your environment — and not vice versa — when it matters most.

1. Technology and Tools

  • Pitching off-site? Know what technology is available, or that you need to take with you. From HDMI connectors and remote controls to white board pens and butchers’ paper, leave nothing to chance. On the day, don’t chew up precious pitching time solving avoidable problems.

2. Room Size and Access

  • How many people are you pitching to, and how suitably sized is the room for that audience? Too big and you lose intimacy; too small and people can become easily distracted.

  • Where can you set up your props?

  • Is the lighting suitable?

  • Where will you pitch from? A lectern? A table? And where will your computer be (near you for reference, or away from you, removing the opportunity for slide previews)? If you have time, do your reconnaissance. It is seldom wasted. And if you aren’t happy with the environment, respectfully request a location more suited to your needs.

3. Set-up Time

  • How long will it take you to set-up and has that been allowed for by you, and your hosts? Ask in advance, and then allow for it. If your window to pitch is narrow, try to negotiate some set-up time. It could mean the difference between a composed and compromised delivery.

4. Seating

  • Who sits where? Your people? Their people? Think through what a balanced room might look like. Your team on one side of the table and their team on the other side might not be the dynamic you are seeking.

5. Housekeeping

  • How much time do you have? How much time do the members of your audience have? Double-check this at the outset. Knowing, up front, that a key decision-maker is planning on leaving early will give you a chance to adjust your delivery, and gives you your best chance of addressing all the issues you’d like this person to know.

6. People in the Room

  • Who are they? Why are they there? How do they like to be addressed? What attitudes might they be bringing? It’s not enough to show up on the day — enter the room knowing the room.

7. Phones

  • Make a point of switching your phone to silent and hope that others take your cue.

8. Questions

  • Let your audience know, at the outset, when you would prefer to take questions. Especially if your pitch time with your audience is limited.

9. Hand-Outs

  • Up front, advise attendees of the hand-outs you will be sharing at the conclusion of the meeting. This helps you avoid unnecessary questions and helps them focus on what you are saying, rather than what they think might be missing from your pitch.

10. Name Cards

  • If there will be unfamiliar faces in your pitch and the number is manageable, prepare name tags or table cards. It shows attention to detail and gives you every opportunity to use people’s names when addressing or responding to them.

11. Reconnaissance

  • How long does it take to get to your pitch destination? What entry security is in place? What sign-in process is there and will you need ID? Where can you park and/or alight from your vehicle? Remember, your audience is doing you a favour being there; making them wait is unacceptable and undermines all your hard work.

 

This is a quick guide to get you started. As you build experience, create your own checklist. And then you will be in control of the game every time.

Happy pitching!